Ellen Rataj

PolishUp, Inc.

We help B2B sales teams hire more A players.

Co-Founder & CEO

nReach.io

VP of Sales

Closed Won Revenue

Helping Series A & B startups scale their teams to grow revenue

Fractional VP Sales & GTM operator

Commsor 🦕

Advisor

FreeWill

Managed a team of 60 people, I successfully turned around FreeWill's revenue engine by 36% YOY growth in 2023 (after an 8% YOY rev decline in 2022) by leading and scaling the 60 person sales organization to help nonprofits expand & accelerate their impact.

Rebuilt the FreeWill Sales Team through setting a strategic vision, implementing repeatable and scalable processes, and focusing on execution, accountability, and performance management that led to:  

+ Doubled PPR (productivity per rep)
+ Doubled win rate from 6% to 12%
+ Decreased sales cycle from 100+ days to a median of 45 days
+ Quartered new hire ramp time
+ Held ACV steady

HubSpot

As Head of Sales, I developed & ran the Ramp Acceleration Program for HubSpot's global sales org. Every sales segment (eg Corporate, MidMarket, SMB, etc) is assigned a Ramp Acceleration Manager to turn new AEs into fully productive reps as quickly as possible, measured through segment PPR and ASP metrics.

Founder - Head of Ramp Acceleration, Sales at HubSpot

I built the Sales Enablement (now Revenue Enablement) function from the ground up, focusing on coaching and developing global sales leaders through recurring programming, skill development playbooks, and 1:1 mentoring.

I also built the executive communication and strategy execution model for sales, to ensure cross-departmental alignment, through consistent change management efforts.

Founder - Head of Sales Leadership Enablement, GTM Enablement

As one of the original four SMB Sales Managers at HubSpot, I managed a team of 10 direct sales reps. I onboarded, coached and developed 22 sales reps over two years, many first-timers, and built programming to expand the segment to 30 sales managers and over 250 sales reps (as of H2 2022)

Sales reps on my team learned how to successfully position the HubSpot platform through a highly consultative and evangelical sales process.

Sales Manager

+ Received Brian Halligan's (HubSpot Cofounder) "Heavy Hitter" sales award
+ #1 Direct Sales Rep in 2014 at 181%
+ #4 Direct Sales Rep in 2015 at 154%
+ Attended every HubSpot President's Club annual recognition trip for top sales performers

I helped companies rethink the way they do business & how they compete within their industries.

Principal Account Executive

Vodafone Global Enterprise

I actively managed local relationships within the Netherlands for 25 multinational Vodafone customers.  As a customer-focused team player that influences & leads through strong communication and concise decision-making skills to achieve results, I drove profitable sales and increased Vodafone's market share of integrated products, services, and solutions.

National Account Manager

Verizon Wireless

I was hired as an Account Executive.  As a top performer, I was promoted into Sales Management and lead the Boston B2B sales team targeting mid-market accounts.

Sales Manager, Mid Market

AT&T Mobility

I was extended an offer to join AT&T's on-site, intensive five-month Business Sales Leadership Development Program.  Finishing #1 of 24, I transitioned into an Account Executive role responsible for net new business growth measured through monthly quota targets.  I also was responsible for maintaining all relationships going-forward and measured on install base, upgrades, add-on, and retention metrics.

Business Account Manager

In 2022, FreeWill's net new revenue unfortunately declined by 8% YOY. 
I was hired in Q4 2022 as VP of Sales to lead the 60 person team.
15 months later, we finished 2023 at 36% YOY net new rev growth. 

Why was I able to do this? How was I able to do this? 

I rebuilt the FreeWill Sales Team through setting a strategic vision, implementing repeatable and scalable processes, and focusing on execution, accountability, and performance management.

Within 12 months, we: 
+ Doubled PPR (productivity per rep)
+ Doubled our win rate from 6% to 12%
+ Decreased our sales cycle from 100+ days to a median of 45 days
+ Halved new hire ramp time
+ Held our ACV steady 

I am a people-first Sales VP, dedicated leader, and executive strategist with GTM enablement experience scaling global sales teams.

Today, I lead the 60 person sales organization at FreeWill by balancing execution across both short-term and long-term growth plans. I believe in motivating sales teams to perform at their best by running a repeatable and scalable GTM motion, which has increased FreeWill's revenue and driven company growth. 

As a company, FreeWill has raised over $10 BILLION dollars through the creation of over 1 million wills and supports a customer network of over 1500 non-profit organizations.

Prior to joining FreeWill in 2022, I spent a decade at HubSpot. In 2022, I built out a brand new global role within HubSpot Sales as "Head of Ramp Acceleration". I supported 25+ Managers and 4 Directors as I created, executed, and scaled a segment-wide program to decrease "time to ramp" for new hires, which has since been implemented across the global HubSpot sales footprint to all teams and segments.

From 2018-2022, I co-founded HubSpot's now 45+ person Revenue Enablement team. I built and lead the growing Sales Leadership Enablement team, focused on developing and coaching sales managers & directors across all our global offices as we scaled from 40 managers to 200 managers, through implementing net new global programs, processes, and playbooks.

From 2016-2018, I was one of four original SB Sales Managers for HubSpot. Over these two years, I coached and lead a high-performing sales team to exceed our monthly quota targets while simultaneously ramping 22 new hires, which positioned me to step into the challenge of cofounding our Sales Enablement team in 2018.

From 2013-2015, I joined HubSpot as an Account Executive. I was the #1 Global Direct Rep of the year in 2014 and the #4 Global Direct Rep of the year in 2015.

Responsible for scaling the FreeWill revenue engine.
Leading 65 exceptional sales people.
Helping nonprofits expand their impact.

ChurnZero

Sales Enablement

ChurnZero is a customer success platform that allows companies to monitor, measure, automate and personalize customer experiences.

The platform is designed to quickly integrate with CRM systems and your application so you can:
-Understand how customers use your product
-Assesses their health and their likelihood to renew
-Automate and personalize the customer experience through timely and relevant messages

Account Executive

Curvature

Curvature is transforming how companies manage, maintain and upgrade equipment and support for multi-vendor, multinational networks and data centers. At a time of competing IT priorities, companies need to be nimble, efficient and smart with their spend. Putting budget toward technology upgrades that give you a significant increase in performance while maintaining assets that are working is a winning strategy for your IT Infrastructure and your bottom line. A strategic partner for more than 15,000 organizations globally, we specialize in delivering 24X7 global technical support, advanced hardware replacement, and complete lifecycle management of networking and data center equipment under one global contract from locations in the Americas, Europe, and Asia.

As an Account Executive on Curvature's Strategic Accounts Team, I am responsible for driving client impact and enabling infrastructure efficiencies for some of Curvature's largest customers.

Strategic Account Executive

HubSpot is inbound marketing and sales software that helps companies attract visitors, convert leads, and close customers, and ultimately, grow better. 

As a member of HubSpot's Agency Partner Team, I work with marketing agency partners to develop growth strategies around increasing recurring revenue and overall profitability. Our systems and support allow our partners to expand their service offerings, master an efficient sales process, deliver stronger ROI, and streamline client delivery and reporting.

Partner Strategist | Account Executive

SMS Systems Maintenance Services

SMS is your true business partner for IT asset lifecycle solutions. We specialize in data center centric solutions designed to decrease prohibitive costs associated with OEM contracts, while allowing your resources to perform work more suitable for their roles. Our suite of transitional and operational services include Data Center Relocation, Professional Services Engagements, and e-Stewards® certified Asset Disposal services. SMS IT solutions focus on driving operational efficiencies in your data center for your server, storage, and network environments.

Client Outcomes Include:
30%+ decrease in OpEx spend throughout the data center asset lifecycle
Improved SLA response time/decreased downtime
Easy, flexible contract management
Improved Asset Management process
Data center resource optimization (personnel and systems)

Inside Account Manager

As a bilingual Business Development Representative for Systems Maintenance Services, I researched and developed new logo opportunities for SMS in Canada and New England.

In addition to these duties, I managed the social media sites for SMS, including our LinkedIn, Twitter, and Facebook.

Business Development Representative/Social Media Coordinator

Epicor Software Corp

-Speak with C-level executives and key stakeholders of small to mid-sized companies in a 5-state territory to identify prospective customers and create new sales opportunities for our Territory Managers
-Develop and maintain relationships with key stakeholders and professionals to drive new business opportunities
-Constantly develop product knowledge and remain aware of industry trends and new technologies to better serve potential customers

Business Development Representative

I am a curious person by nature, and approach work and life with that attitude.  My curiosity has led to an insatiable thirst for travel, languages, and perspective. 

One of my greatest passions is creating relationships with those who have a different background, culture, or perspective than me in an effort to continuously improve my personal and professional life. 

I enjoy helping others to reach their full potential and succeed.  My goal is to empower others with the tools and knowledge to take control of their lives and businesses, while learning something new from each interaction.

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The Battle

Ellen Rataj

Regan Becker

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